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The Oracle Way to Consulting: What it Takes to Become a World-Class Advisor by Kim Miller

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CHAPTER 2

Consulting Essence

At first blush, consulting seems easy enough: just tell the client what you know about the technology that is being implemented and then party on the client’s tab. In reality, consulting is a complex merging of the roles of educator, colleague, entertainer, and personal assistant. As a consultant, there are several critical roles and skills you will need, as described in this section.

Trusted Advisor

It is imperative that you establish yourself as a trusted advisor, ideally starting with your very first meeting with the client. Being a trusted advisor means that the client team views you as an effective contributor. You need to win over one individual or team at a time and quash any skepticism. It is not enough ...

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